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Article in Sales & Sales Management

  • By: Michele Warg
  • On: 10/1/2014 11:00 AM
  • In: Sales & Sales Management
Criticism is difficult for most people to accept. The type of criticism a person receives is an important factor in the actions taken to change the behavior. Helpful criticism ...
Article in Sales & Sales Management

  • By: Joe Weinlick
  • On: 9/30/2014 1:00 PM
  • In: Sales & Sales Management
For sales professionals, business gatekeepers are a constant concern. They stand as the first line of defense, protecting crucial decision-makers from unwanted advances. By ...
Article in Sales & Sales Management

  • By: Michele Warg
  • On: 9/29/2014 6:00 PM
  • In: Sales & Sales Management
Sales can slow down for a variety of reasons, from seasonal demand fluctuations to tough economic times. Most sales professionals cannot afford to lose sales when clients stop ...
Article in Sales & Sales Management

  • By: Joe Weinlick
  • On: 9/26/2014 2:00 PM
  • In: Sales & Sales Management
Even though consumer confidence has risen recently, home sales are still in a slump. If the downward trend in home values continues, consumer confidence could be dented.Home sales ...
Article in Sales & Sales Management

  • By: Joe Weinlick
  • On: 9/24/2014 11:00 AM
  • In: Sales & Sales Management
Communication is easily one of the most valuable skills for a salesperson. Sales scripts are becoming more and more important as the atmosphere of retail and sales changes. Given ...
Article in Sales & Sales Management

  • By: Michele Warg
  • On: 9/23/2014 1:00 PM
  • In: Sales & Sales Management
McDonald's sales declined sharply in August 2014 because of supplier controversies in China, marking the worst monthly sales figures for the fast food giant since February 2003. ...
Article in Sales & Sales Management

  • By: Joe Weinlick
  • On: 9/22/2014 6:00 PM
  • In: Sales & Sales Management
Reducing stress in the workplace increases your productivity, and it can help you increase your sales. If you are able to stay organized, keep a detailed calendar and keep track ...
Article in Sales & Sales Management

  • By: Michele Warg
  • On: 9/19/2014 2:00 PM
  • In: Sales & Sales Management
Many companies make the decision to cut sales representatives from their team first when making budget cuts. The decision to lay off sales representatives is a common choice, but ...
Article in Sales & Sales Management

  • By: Michele Warg
  • On: 9/16/2014 1:00 PM
  • In: Sales & Sales Management
Salesforce is a leader in cloud-based services, tools and applications for companies of all sizes, partially because of its 2010 venture into the lucrative world of networking. ...
Article in Sales & Sales Management

  • By: Michele Warg
  • On: 9/15/2014 6:00 PM
  • In: Sales & Sales Management
A commission-based job can be a great opportunity to increase your earning potential - but only if you have what it takes to succeed in this kind of role. Not everyone is cut out ...
Article in Sales & Sales Management

  • By: Michele Warg
  • On: 9/12/2014 2:00 PM
  • In: Sales & Sales Management
Some people are born to sell, while most others have to really work to develop the necessary skills and competencies to succeed. Whether born or made, a great salesperson needs to ...
Article in Sales & Sales Management

  • By: Joe Weinlick
  • On: 9/9/2014 1:00 PM
  • In: Sales & Sales Management
The U.S. economy may be slowly recovering, but home sales are still lagging according to reports from Bloomberg and The Wall Street Journal. A series of lower-than-expected sales ...
Article in Sales & Sales Management

  • By: Michele Warg
  • On: 9/5/2014 2:00 PM
  • In: Sales & Sales Management
Many professionals are familiar with the 80/20 rule — also known as the Pareto principle — that claims that 80 percent of productivity comes from just 20 percent of ...
Article in Sales & Sales Management

  • By: Michele Warg
  • On: 9/2/2014 1:00 PM
  • In: Sales & Sales Management
In the rapidly changing marketplace, salespeople who stick to tried-and-true sales methods and techniques are likely to find themselves wondering where all their buyers went. ...
Article in Sales & Sales Management

  • By: Joe Weinlick
  • On: 9/1/2014 2:00 PM
  • In: Sales & Sales Management
The idea of cold calling a complete stranger to pitch a sales idea is enough to terrify most people. For the modern salesperson, it's all in a day's work. It takes bravery and a ...
Article in Sales & Sales Management

  • By: Joe Weinlick
  • On: 8/29/2014 2:00 PM
  • In: Sales & Sales Management
A memorable sales process is important to your overall career as a successful salesperson. Creating notable presentations helps you stand out from the crowd and make a real ...
Article in Sales & Sales Management

  • By: Michele Warg
  • On: 8/29/2014 8:00 AM
  • In: Sales & Sales Management
Trade shows and expos are necessary for businesses of all sizes to stay visible and competitive in their respective industries. However, with so many different displays and events ...
Article in Sales & Sales Management

  • By: Joe Weinlick
  • On: 8/28/2014 9:00 AM
  • In: Sales & Sales Management
When pitching products or services to potential clients, you will face objections. For a variety of reasons you will encounter hesitant buyers, and to make the sale, you will have ...
Article in Sales & Sales Management

  • By: Michele Warg
  • On: 8/25/2014 2:00 PM
  • In: Sales & Sales Management
Sales professionals get promoted and make career transitions just like everyone else. Sometimes, they take their sales accounts with them; other times, the company needs to be ...
Article in Sales & Sales Management

In the world of sales, there are ups and downs. While some buyers place orders like clockwork, others operate on their own steady schedules, which isn't always ideal for you. A ...
Article in Sales & Sales Management

  • By: Joe Weinlick
  • On: 8/18/2014 7:18 AM
  • In: Sales & Sales Management
Cultivating lasting, authentic business relationships is integral to success in sales. Sales methods keep evolving, but genuine sales relationships and their upkeep will always be ...
Article in Sales & Sales Management

  • By: Joe Weinlick
  • On: 8/14/2014 10:40 AM
  • In: Sales & Sales Management
Sales is the driving force behind any business. You are either selling a product or a service. Even as technology becomes more advanced, sales remains all about the personal ...
Article in Sales & Sales Management

Once past the rookie stage, most sales reps understand the importance of knowing their products, being prepared, communicating clearly with clients and closing the sale. After ...
Article in Sales & Sales Management

  • By: Michele Warg
  • On: 8/14/2014 8:24 AM
  • In: Sales & Sales Management
You don't have to be in sales to learn about sales tactics. You know what sales approaches you respond best to based on your own customer service experiences. Likewise, you ...
Article in Sales & Sales Management

Oracle has announced that it is buying TOA Technologies, a company of 500 employees that makes software for companies that focus on providing field service. Although this move can ...
Article in Sales & Sales Management

Strong networking is the foundation of a solid business practice. Market share is directly correlated with the efforts put into advertising and networking. While several platforms ...
Article in Sales & Sales Management

  • By: Michele Warg
  • On: 8/9/2014 9:20 AM
  • In: Sales & Sales Management
It's not easy to stand in front of a skeptical audience and speak intelligently about a product's benefits and features. But that is exactly what a good product demo is: selling ...
Article in Sales & Sales Management

In the business world, customers are key to a successful business. The broader focus of customer recruitment and retention comes from two major departments: sales and marketing. ...
Article in Sales & Sales Management

  • By: Michele Warg
  • On: 8/8/2014 9:58 AM
  • In: Sales & Sales Management
Home sales rose strongly during the first few months of 2014, with the number of sales hitting a six-month high in May. Economic experts say that the increasing pace of home sales ...
Article in Sales & Sales Management

  • By: Joe Weinlick
  • On: 8/7/2014 8:12 AM
  • In: Sales & Sales Management
Versatile sales professionals are able to bring their natural selling skills to nearly any type of sales job. Whether they are getting their start working in an outgoing call ...
Article in Sales & Sales Management

The role of the sales professional is unique, and so are the sales skills needed for success. Although salespeople usually are employees working on behalf of their employers, ...
Article in Sales & Sales Management

  • By: Michele Warg
  • On: 8/6/2014 12:37 AM
  • In: Sales & Sales Management
Like a roller coaster, the housing market goes up and down, fluctuating depending on the economy and other factors, such as wages and supply and demand. According to the National ...
Article in Sales & Sales Management

A new study by Glassdoor indicates that 68 percent of sales professionals plan to start looking for a new job within the next year. When working sales professionals begin looking ...
Article in Sales & Sales Management

Selling is an art, and even seasoned sales professionals occasionally make mistakes that cost them a sale. If you are new to the sales profession, it is easy to become discouraged ...
Article in Sales & Sales Management

Mechanical problems forcing recalls plagued GM during the first two quarters of 2014. By July, the company had recalled almost 26 million cars in the United States alone. Despite ...
Article in Sales & Sales Management

Signing up for a sales career means joining a career field that is unlikely to ever go away. After all, as long as there are products and services to sell, businesses need ...
Article in Sales & Sales Management

As technology develops and changes the business practices, sales professionals must also adapt or be left behind. By keeping pace with changing devices and changing customer ...
Article in Sales & Sales Management

In a typical workday, sales representatives may encounter all types of obstacles that can block a sale. The secret to being a successful salesperson is to learn how to avoid the ...
Article in Sales & Sales Management

Sometimes just seeing the name of one of your tough clients on your call sheet can ruin your day at work. Every salesperson has stories about difficult customers who make ...
Article in Sales & Sales Management

Feel mentally stuck in a sales career while you long to venture into more exciting, uncharted work territory? Fortunately, you are not the sum of your work history. In today's ...
Article in Sales & Sales Management

Understanding the difference between selling a product and selling an idea or service is a powerful way to stand out among the competition. While there are a broad range of sales ...
Article in Sales & Sales Management

The economy runs on sales, so sales jobs are always an important segment of the overall job market. However, finding individual jobs in sales is sometimes difficult. To launch a ...
Article in Sales & Sales Management

For a sales professional, it is frustrating when a promising sales prospect suddenly goes cold. He may stop responding to emails or refuse to pick up the phone. By planning your ...
Article in Sales & Sales Management

Judging from current trends, there has never been a better time for salespeople to find jobs. According to USA Today, the recovering U.S. economy has lead various industries to ...
Article in Sales & Sales Management

Conferences present valuable opportunities to build your professional network—but only if you follow up. Though it can be challenging to take on a stack of business cards ...
Article in Sales & Sales Management

When you think about salespeople, perhaps images of real-estate agents, department-store clerks and trade-show hosts come to mind. Most of today's sales workforce, however, ...
Article in Sales & Sales Management

Sales are the lifeblood of your business. As a salesperson, it is your challenge to overcome rejections and setbacks to build and keep your sales momentum going. If you are just ...
Article in Sales & Sales Management

When you take a job in sales, you have a responsibility to make as many sales as possible. Many people attempt to increase sales by selling to friends. They assume that their ...
Article in Sales & Sales Management

For a sales professional, a successful sales strategy is a key component of success. When your team is missing targets or wasting time on leads that go nowhere, a sales coach can ...
Article in Sales & Sales Management

Striving to achieve high sales every day can be draining for sales representatives. Motivating them to do well enriches sales performance and attracts positive results. The ...
Article in Sales & Sales Management

The number of pending home sales in the United States rose considerably in March 2014, leading many to hope that the housing market is finally on the road to recovery. The March ...
Article in Sales & Sales Management

For sales managers, sales metrics are a crucial strategic tool. They point out weak spots and potential growth areas, so you can better direct and train your sales team. When you ...
Article in Sales & Sales Management

Without a results-driven sales team in place, your company simply cannot reach its full potential. While several factors contribute to the overall health of a successful business, ...
Article in Sales & Sales Management

At the end of 2013 and the beginning of 2014, auto sales in the United States were sluggish. In April, however, the numbers began to pick up, indicating that the automotive ...
Article in Sales & Sales Management

Some people are just born to sell. Sales requires a number of skills, including the ability to build rapport with strangers, persuade people to see your point of view and overcome ...
Article in Sales & Sales Management

In the era of online meetings and tight budgets, sales professionals are no longer packing up and heading out on the road for sales trips; instead, they're firing up a smartphone ...
Article in Sales & Sales Management

Electric car manufacturer Tesla is having trouble selling its cars in New Jersey. In March 2014, the state banned Tesla sales directly to consumers, stating that Tesla needed to ...
Article in Sales & Sales Management

If you are interested in getting into sales, do not jump in blindly. Unlike many other jobs, a sales job requires passion and a love for what you do every day to succeed and make ...
Article in Sales & Sales Management

Turning visitors into customers is at the heart of the sales industry. Whether you're working in public-facing retail or inside sales, the imperative to increase sales volume is ...
Article in Sales & Sales Management

Savvy marketers know they cannot use the same sales techniques year after year. Although some sales methods, such as direct mail campaigns, are perennially successful, sales and ...
Article in Sales & Sales Management

Sales positions offer workers a host of diverse benefits, including stable pay and a comfortable working environment. With sales job competition at an all-time high, however, you ...
Article in Sales & Sales Management

You're probably already familiar with the concept of the elevator pitch: the short summary of a project, a product or a plan that you can theoretically deliver in the time it ...
Article in Sales & Sales Management

For professionals in the sales industry, lead generation is a constant challenge. In most cases, business growth depends on it. By finding new ways to locate and qualify sales ...
Article in Sales & Sales Management

In the digital age, consumers are no longer satisfied with sales methods that focus solely on pushing the product or service onto them. However, salespeople can increase sales by ...
Article in Sales & Sales Management

Many people are attracted to telemarketing jobs by the promises of big commission payouts, flexible scheduling and the ability to work from home. The combination of the right ...
Article in Sales & Sales Management

Whether your company is a multimillion-dollar global corporation or a local start-up with 20 employees, you recognize the importance of a healthy sales team. Many companies put ...
Article in Sales & Sales Management

Everyone, at some point in their lives, utilizes some form of sales skill. Developing those skills can make the difference between an average salesperson and a highly skilled ...
Article in Sales & Sales Management

A sales manager job is a leadership role in which you lead a sales force and help it reach quotas or goals each month. As a sales manager, you will also delegate tasks, hire and ...
Article in Sales & Sales Management

Annually since 1917, members of the Girl Scouts of America (GSUSA) sell a wide variety of cookies from February through April. The cookie sales are the largest fundraiser for ...
Article in Sales & Sales Management

The home sales trend for 2014 has shown a marked improvement over sales from the same period in 2013. According to the Christian Science Monitor, the number of foreclosures in ...
Article in Sales & Sales Management

To succeed as a sales engineer, you need good people skills in addition to your degree. Because of the mix of requirements for this type of engineer job, it’s not always ...
Article in Sales & Sales Management

In the business world, it's common knowledge that it's cheaper to retain a current customer than it is to bring in a new customer. For sales professionals, however, it can be ...
Article in Sales & Sales Management

If you have the right combination of engineering experience and sales savvy, getting a job as a sales engineer may be a great option for you. Sales engineers have thorough ...
Article in Sales & Sales Management

If you're leading a team of inside sales professionals, chances are you have tales to share about how challenging this role can be. The job of inside sales itself is tough. It ...
Article in Sales & Sales Management

Your sales copy or sales message is the text you use to explain why prospective clients should consider investing in you, your product, or your company, and it plays an important ...
Article in Sales & Sales Management

Sales goals offer many benefits, helping direct employees' energies and acting as measuring sticks that tell the company how well it's doing. Upper management, however, can have a ...
Article in Sales & Sales Management

In December of 2013, the sales automation company Velocify released a study about the migration to inside sales in the United States. For businesses contemplating a sales ...
Article in Sales & Sales Management

Market research is designed to help your business grow by identifying the size of the market for your product or services, who the consumers in that market are, and the best ways ...
Article in Sales & Sales Management

For sales professionals, closing a sale can be a tricky process. Instead of making claims and promoting your product or service, take time to listen to the client. When you ask ...
Article in Sales & Sales Management

Customer referrals are the lifeblood of many sales-based businesses. Sales representatives often understand how to get referrals, but they may not fully understand how to make it ...
Article in Sales & Sales Management

Salespeople need to be enthusiastic, personable, and compelling to excel at their jobs, but even professionals need guidance on maintaining an upbeat attitude in the face of ...
Article in Sales & Sales Management

Social media is a popular tool for reaching out to current and potential sales clients. Marketing on Twitter isn't as straightforward as many other online advertising methods. It ...
Article in Sales & Sales Management

For many people, selling from home sounds like the perfect job. Though a home office may be more comfortable and more convenient, it can also present distractions that prevent you ...
Article in Sales & Sales Management

Even though sales professionals are constantly trying to refine their sales techniques, the power of silence is often overlooked. From the initial contact with the client to ...
Article in Sales & Sales Management

For salespeople, the pitch is only the start of a long-term client relationship; to maintain it, you must work hard to keep the client coming back for more. If you're looking for ...
Article in Sales & Sales Management

You can only lower prices so far, and despite your best efforts, you can only do so much to impress your customers. Sometimes, it's the little things that help an organization ...
Article in Sales & Sales Management

If you're applying for several sales jobs, you may be tempted to spend more time focusing on your resume than practicing your interviewing skills. Although your resume is ...
Article in Sales & Sales Management

When it comes to sales, the perfect pitch gets to the heart of the client's needs. To craft a powerful, personal pitch, you must ask the right sales questions. By improving your ...
Article in Sales & Sales Management

Using the right sales tactics on the right prospects is the key to making more money in the sales industry. Many sales professionals follow traditional sales tips when crafting ...
Article in Sales & Sales Management

Researcher Steve W. Martin has conducted a revolutionary new study into the reigning sales philosophy of hundreds of the world's most successful companies. By interviewing senior ...
Article in Sales & Sales Management

In the fast-paced, competitive sales industry, jargon is impossible to ignore. Salespeople use insider terms to communicate with one another. When it comes to dealing with ...
Article in Sales & Sales Management

New technology continues to drives sales in a variety of markets. Sales professionals are often tasked with keeping up with these new methods of reaching out and interacting with ...
Article in Sales & Sales Management

Are your resume writing skills up to par, or do you feel like you need resume help? If you feel like you need a little bit of resume help, you aren't alone. The sales industry has ...
Article in Sales & Sales Management

Your personality can have a dramatic effect on who will buy from you and why. Recognizing your sales personality and how it affects others can give you a competitive advantage as ...
Article in Sales & Sales Management

With many companies putting a freeze on hiring and some downsizing, it's a refreshing change to hear about businesses adding to their ranks. Recently, Forbes reported on the ten ...
Article in Sales & Sales Management

A career in sales is more difficult than it sounds, particularly when your income is based on how much you sell. For some people, the stress and uncertainty are too much to bear; ...
Article in Sales & Sales Management

Identifying your target audience is one of the most important steps in selling technology products. If you do not know what your audience wants, you will have a hard time ...
Article in Sales & Sales Management

For many, 2013 turned out to be a pretty rough year. The sluggish economy put off well-deserved promotions. Raises were miniscule, if any.  Bonuses were virtually ...
Article in Sales & Sales Management

Think of the kind of people you like to do business with.  Chances are, they are friendly, likable, approachable people.  People who make you feel important.  ...
Article in Sales & Sales Management

If you think about it, a job interview is a lot like a sales meeting.  You do have something to sell—you! Your resume is your sales brochure, complete with product ...
Article in Sales & Sales Management

You finally landed your first real job out of college. You’re now on the career starting block and ready for that first year sprint. All eyes will be on you to see how you ...
Article in Sales & Sales Management

Sparkle.  Sizzle.  Personality-Plus.  Employers are looking for people who stand out from the crowd.  Who have enthusiasm and confidence usually found in ...
Article in Sales & Sales Management

You paid your dues, worked hard, moved up the ladder. Slipped down a few times. But now it’s different. You’re off the ladder. Outplaced by a cash-strapped company ...
Article in Sales & Sales Management

The troubled launch of the government's healthcare website has been in the headlines numerous times, and this criticism in national publications hasn't helped improve the public ...
Article in Sales & Sales Management

When economies falter, sales of luxury goods and big-ticket items are often the first to suffer. The auto industry includes a variety of price points—not everyone can afford ...
Article in Sales & Sales Management

Search engine optimization, or SEO, is a set of techniques used to make a website rank higher in the search engine results for your chosen keywords. When it comes to SEO, products ...
Article in Sales & Sales Management

You recently graduated and finally landed a sales job. Your experience thus far has been summer and part time jobs on the retail sales floor. Now you’re in the big leagues, ...
Article in Sales & Sales Management

Keeping up to date with the latest technology can give sales professionals a competitive edge in today's modern marketplace. Applications and software can help you increase sales ...
Article in Sales & Sales Management

It all started when you made a killing at your school’s bake sale. You were 11 years old and you sold more cupcakes than any other kid. Your mom and teachers told you you ...
Article in Sales & Sales Management

Would you like to be a superstar on the sales team?   Who wouldn’t?  If you are, you’re in good, but relatively small company compared to the rest of ...
Article in Sales & Sales Management

Strong copy is a must for making sales, but many sales professionals struggle to write attention-getting headlines and sales letters. If your sales strategy includes written ...
Article in Sales & Sales Management

Performance reviews come with rating systems, usually a five-point scale, with five being exceptional or excellent. The top score is hard to obtain and maintain. It’s even ...
Article in Sales & Sales Management

If you’ve been outplaced or laid off and have been looking for work for some time, the odds are increasingly being stacked against you. In this jobless economy, employers ...
Article in Sales & Sales Management

Modern consumers are faced with a barrage of sales pitches and advertisements on a daily basis. As a result, they have learned to be on alert for phrases that indicate ...
Article in Sales & Sales Management

Let’s be honest. Interviews are tough. It’s almost impossible to predict what an employer is looking for and whether you’re going to be the right candidate for ...
Article in Sales & Sales Management

You’ve read about it in the news, maybe experienced it first hand as a liberal arts grad—your psyche or English degree is practically worthless in today’s tech ...
Article in Sales & Sales Management

As those seeking to move up in sales have painfully learned, it’s a hard, highly competitive world out there. College degrees and seniority don’t count for much any ...
Article in Sales & Sales Management

Do you get nervous or draw a blank in a job interview? It can be difficult trying to answer prompts like, "Tell me about a weakness and what you’ve done to overcome ...
Article in Sales & Sales Management

A government standoff in October 2013 led to a partial shutdown as the houses of Congress and congressional leaders failed to come to terms on budgetary issues. This led to a ...
Article in Sales & Sales Management

Professional salespeople know that staying ahead of market trends and movements is one of the keys to success in this highly competitive field. Sales jobs tend to crop up in ...
Article in Sales & Sales Management

Building relationships is one of the most important things you can do to make sales. Advertising your company's products is also a great way to let people know about what you have ...
Article in Sales & Sales Management

If you’ve been working as a sales associate to make ends meet in this down economy, there are things you can do to turn your job into a sales career. It won’t be easy ...
Article in Sales & Sales Management

A career in sales takes a certain skill set, confidence, perseverance, and the ability to form quick relationships. You’ve got to be a great networker; meet as many people ...
Article in Sales & Sales Management

Sales representative jobs are well buffered against an unpredictable economy. Indeed, it's when demand is slack that sales representative jobs are most needed. All the same, ...
Article in Sales & Sales Management

Slashing the price of a product is just one way to get people to call or visit your store. Other selling techniques will also help you generate interest and make sales, however. ...
Article in Sales & Sales Management

If you’re a recent grad who went from unemployed to underemployed, there’s good news and bad news.The good news is, you’re bringing home a paycheck from your job ...
Article in Sales & Sales Management

If you could take some classes in your field from Harvard, or Yale, or MIT, would they look good on your resume?  That’s a definite yes, depending on your career ...
Article in Sales & Sales Management

If you’re trying to sell your car, you wouldn’t go into detail about how thousands of the same models had been recalled. You’d try to think of all the reasons ...
Article in Sales & Sales Management

Successful sales professionals know that what a product or service does is important. Features of a product or service provide a checklist for a customer. Does it fill this need? ...
Article in Sales & Sales Management

If you're looking for a new way to use your sales skills and experience, be careful when applying for certain job opportunities. Some scammers are looking for people to use ...
Article in Sales & Sales Management

If you’re a recent grad and still looking for work, you may have come to the sobering realization that the rules have changed. In today’s tough job market, you have to ...
Article in Sales & Sales Management

If you are thinking about a career in sales, you may want to take a look at your current desk or work space. Does it have a place for everything with everything in its place? Do ...
Article in Sales & Sales Management

Networking is a powerful tool in the belt of any sales professional. Over time, sales professionals build up an exceptional sales network, providing contacts who either supply ...
Article in Sales & Sales Management

If professional success continues to elude you, if you never seem to quite make it to the top, you may be falling victim to your comfort zone. It’s human nature. Most ...
Article in Sales & Sales Management

If you’re a recent MBA, marketing or economics grad and eager to launch your sales career, you’ve no doubt been told that it’s fiercely competitive. In this ...
Article in Sales & Sales Management

With the holiday season approaching, it's a great time to make strategic moves to further your sales career. Looking at recent small business hiring trends can help you determine ...
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What’s your personal brand? Are you your own best cheerleader? These are two characteristics of successful entrepreneurs from Gallup’s CEO Joe Clifton’s book, ...
Article in Sales & Sales Management

As a salesperson on the front lines, you will likely come up with many ways the company can operate better. Though your company may have a suggestion box, convincing your employer ...
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When a billionaire speaks, people take notice, and it doesn't matter whether it's an offhand Twitter comment or a sales presentation. Elon Musk, however, has taken the art of ...
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If you want to be a doctor, lawyer, engineer, nuclear scientist—just about any profession today--you’ll have to go to college and get several degrees.   At ...
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The Inspired Telemarketing blog notes that even the worst salesperson will close at least one deal if that person makes enough cold calls. The reverse of that little bit of wisdom ...
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It sometimes happens. You’re told by a recruiter or HR manager that the choice for the plum job you applied for is now down to just two people—you and another equally ...
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There are lots of reasons for leaving a job.  The best reason is getting a better one.  Who could blame you for taking advantage of a better opportunity?Some workplaces ...
Article in Sales & Sales Management

Achieving sales quotas is part of the fun of being a salesperson. In addition to the financial rewards, meeting your sales goals can provide a sense of accomplishment and likely ...
Article in Sales & Sales Management

Can’t land a job? Even after sending out hundreds of resumes? Turns out, it’s your fault and it isn’t your fault.Internationally known HR thought-leader, ...
Article in Sales & Sales Management

Scan the magazines at the grocery checkout and you can’t miss these headlines:  A diet that lets you eat pizza, French fries and ice cream and still lose weight.  ...
Article in Sales & Sales Management

Okay, you’re pretty good in some sales situations, not so good in others. You’ve read enough sales books and “people” books to know you’re on the ...
Article in Sales & Sales Management

Today's sales jobs are very different from the sales jobs available in the 1800s and 1900s. Even though several countries had informal sales networks by the 1800s, the United ...
Article in Sales & Sales Management

Here’s what they can’t or didn’t teach you in B School. Sales lessons borne out of survival, out of the need to feed. Sales techniques from individuals ...
Article in Sales & Sales Management

When should you shake a customer’s hand?  How long should you make eye contact?  These questions may seem elementary, but the answers can be complex.  What ...
Article in Sales & Sales Management

Buying and selling occurs in a fairly predictable cycle, so some business owners rein in their spending at certain times of the year. This causes the ups and downs you will ...
Article in Sales & Sales Management

You've finally been promoted to manager, and you’ve been assigned a project that requires a team approach. Trouble is, you’re not used to working with a team. ...
Article in Sales & Sales Management

Just about every job search takes the same process.  Search job openings.  Network as much as possible wherever you are (you never know who you’ll meet at the dog ...
Article in Sales & Sales Management

One of the components of today’s middle and high school education is choosing a career pathway.  Beginning with 6th grade, children are encouraged to consider what kind ...
Article in Sales & Sales Management

Too many people work hard not smart. It’s a cliché but it’s true. We run out of gas soon after the lunch break and our productivity goes south. When that ...
Article in Sales & Sales Management

Sales conferences provide a break from the daily grind, whisk you away to an exotic location, meet some new people, hear some speakers and have a lot of fun. How can you make the ...
Article in Sales & Sales Management

Landing a sales job when you have little or no sales experience can be tough, but not impossible. Companies are always looking for talented salespeople, so consider the resume and ...
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You were sinking in a mountain of college debt and tired of living with mom and dad. You sent out a ton of resumes, took that interview and accepted the job. Hey, a job’s a ...
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Whether you're using business networking to land a new sales job or create buzz around an upcoming product, weak ties may be more beneficial than close ties. Reaching outside your ...
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Who would have thought that you could be successful in sales by insulting your customer?  A company produced an entire line of products, and then called anyone who bought the ...
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Recent graduates often need to find a job quickly to cover expenses and help pay off their college debt. If you're a recent graduate looking for a job as a sales professional, be ...
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If you’re a woman in your 50s looking for a job in this economy, prepare for an uphill battle. Employers don’t care that you raised two or three kids, paid for your ...
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A career in sales today is one without limitations.  In the past, salespeople were locked into physical sales territories, bounded by state lines or counties or zip ...
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If you’re an out of work Boomer looking to “get back in the game,” you’ll need to update and shorten your resume, polish your cover letter and practice ...
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If you're like other sales professionals, you probably read a variety of sales tips that are designed to help you develop a successful sales strategy. While many sales tips are ...
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What if you had a sales technique or pitch that never failed?  A process that always ended up in a signed contract?  There is nothing quite as satisfying as a sure ...
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“Get thee to a nunnery,” may have been uttered by Hamlet in desperation, but spending time in a Trappist Monastery was a real escape for August Turak, the CEO of a ...
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If you’re a boomer (over 50) looking for a sales job, you’ll have to come to grips with the fact that most employees you’ll be working with will be younger than ...
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They say that if you want to be successful, you should find a successful person and learn everything you can about what made them successful. That’s just what Bill Murphy, ...
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You’re over 50 and have been out of work for over 99 weeks. Many employers regard you as washed out, over the hill, essentially unemployable. You’re at the end of ...
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Most salespeople focus on converting prospects into customers or selling more to existing customers. If you want to understand how the economy affects the industry, you must also ...
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Asking relevant interview questions can help you demonstrate your interest in a sales job and give you an edge over other candidates interviewing for the same position. It also ...
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You worked hard and paid your dues, but you’ve been recently “outplaced.” Trouble is, you’re too young for retirement and too old for many employers who ...
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You just graduated with a B.A. or M.B.A. from a good "B school" and you’re ready to launch your sales career. But do you have the communications skill-set you ...
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The first rule of sales is to get to know your customer. Until you know your customer’s business, products and services, needs, fears, challenges and goals, you really ...
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Sales professionals must keep an eye on changing trends in the field, as technology and social trends have a big impact on sales success. Social media marketing is just one ...
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Although many salespeople are able to succeed without resorting to high-pressure sales tactics, others use pressure as a way to get customers to buy. Because many customers now ...
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You just got your sheepskin and you sent out a ton of resumes. But instead of the phone ringing with calls for interviews, it’s the sound of crickets at sundown. Or maybe ...
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College recruiters have a tougher job selling a traditional education with the cost of college going through the roof. Parents and students still want the best for their money, ...
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Starbucks is certainly seen as a sales innovator. Who would have thought by offering coffee from exotic places around the globe, adding some flavorings and giving the brewed ...
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Many lists of selling tips focus on things like listening to your customers and preparing for sales pitches, but the lists fall short when it comes to providing useful tips about ...
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You just got your degree in marketing and you did a few sales internships during those summers you didn’t spend in Maui or Europe. Now you’re ready for that first big ...
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The networking event at the Chamber of Commerce was packed with prospects. The music, food and venue were perfect for meeting new people and seeing old friends. You collected a ...
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As a recent grad, you want to put that degree and your limited sales experience to work. You want to get in and get on the fast track in sales. You’re not alone. The ...
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A sales professional in a technical or complex niche often closes the deal based on experience and knowledge. Experts providing sales training teach professionals to educate ...
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Whether you are selling products or promoting your company's services, chances are good that potential customers will tell you "no" at least a few times per week. ...
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You can do the sales dance all day long—with flipcharts, astounding specs and discounts up the kazoo. But if you lack the right closing skills, you can kiss the sale ...
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There’s a lot of talk about how social media can improve sales, but until now there hasn’t been the data to back it up. Jim Keenan, a social science specialist, is ...
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 The Marketplace Fairness Act was written in an attempt to make it easier for states to collect taxes from out-of-state online retailers. At the moment, online retailers need ...
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If you need a new car, there are many ways to go about finding and buying one. You can take the traditional route, go to a car dealership and buy a brand new car off the lot. But ...
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In this tough economy, landing a good sales job if you’re over 50 can be a challenge. Seems all companies want are young sales pros. The buzzwords HR people and recruiters ...
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 Modern sales professionals are faced with a constantly changing marketplace. Shifts in the economy, technology, and consumer demand require salespeople to be agile and ...
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Many say that medical sales is the 800-pound gorilla when it comes to sales careers. It pays very well and the career path can be stratospheric. Which is why everyone will be ...
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When you’re eating out at a restaurant, it’s always interesting to read the menu and see the different choices offered. Even if you go to a steakhouse, burger joint or ...
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 Inevitably, maintaining a secure customer base depends on your company's ability to communicate with its clients properly. When you put effective communication techniques to ...
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 If you’ve been out of work for awhile and are now ready to re-enter the work force as a sales professional, there are a few things you’ll have to do. Carol ...
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Success in sales is a game of numbers. Networking builds relationships. Relationships can turn into warm leads, and leads are an opportunity to meet face-to-face with a ...
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 Any time you search for a new job, you must be able to convince recruiters of your value. Although your top priorities might be a high salary and comprehensive benefits ...
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OfficeMax, the computer/technology/office supply store, has a unique promotion to get customers to buy as much as they can—as much as they can stuff into a paper bag, that ...
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 In today's economy, translating your sales experience to a recruiter can mean the difference between a job and a long walk home. However, the apparently boundless number of ...
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If you’re ready to launch your sales career, there are a few things you should know about applying for the job. Educator and author Stephen B. Castleberry shares what he has ...
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 Whether you're a novice to the sales trade or a seasoned professional, you likely recognize that when someone offers to do lunch, he or she is giving you a golden ...
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If you have worked as a sales professional for several years, you probably know about all of the traditional sales jobs available for inside sales and outside sales professionals. ...
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If you’ve just been hired as a salesperson and don’t want to fall flat on your face in the first six months, there are some landmines you need to avoid. These five ...
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Friendly? Reserved? Introvert? Extrovert? What is the best approach when you’re in sales? Should you ramp up the energy, give an almost crushing handshake, look them in the ...
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It's no secret that customer relationships are a crucial aspect of business. It is considerably more expensive to secure a new client than it is to maintain an existing ...
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People are unique in so many ways. Just like fingerprints or DNA, everyone has his particular footprint, formula or configuration that makes him who he is. The ...
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The rules have changed. Salespeople can no longer be just “mouths in a suit.” The precarious economy, finicky buyers and new technologies mean you’ve got to be ...
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 For many sales professionals, a time comes when a change of industry is necessary or desirable. Whether or not you are changing industries by choice, it can be difficult to ...
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The competition for sales management posts is tougher than ever. Every move you make can either propel you forward or take you back. Here’s what you need to know to move up ...
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 Like any component of a smart business plan, the sales strategy has to be amenable to diversification. Savvy salespeople can stay ahead of the competition by simply ...
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 Within the past five years, web-based coupon sites emerged as triumphant Internet startups servicing a limitless customer base hungry for deals. A second look now, however, ...
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You’re driving along and all of a sudden you hear a funny road noise, or worse, a loud pop and you can’t seem to control your car. If you’re on the interstate, ...
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With HR departments awash in sales applicants, many with college degrees, it’s not easy finding young people suitable for grooming to join your sales team. Everyone says ...
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You get on a subway train or a bus to get from point A to point B. But in some cities, once you pay your fare and get on board, you begin a trip far different from your intended ...
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Anyone who has owned a car has sold it at some point. Cars don’t last forever. Some people trade in cars or sell them on a schedule, like after the warranty runs out or the ...
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Whether you’re selling a product or yourself, the ability to persuade and negotiate is crucial to advancement in your sales career. In these tough economic times, there ...
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Playing hard to get can be an effective ploy in the dating game. Staying just a little out of reach or being unavailable can make a person more mysterious and desirable. Limited ...
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The sluggish economy and tight budgets have forced many sales managers to hire relatively inexperienced college grads. While college grads come cheap, have tons of energy and ...
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Across Europe, people were horrified to find horsemeat in the beef used in their tacos, hamburgers, frozen lasagnas and even IKEA brand meatballs instead of beef. If horsemeat was ...
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As a sales manager, you may often ask yourself what separates the rainmakers from the “leather chewers?” The winners from the “also rans?” Salespeople who ...
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Feeling very “techie” today? Instead of calling your customer, you’re into texting. Have some news to share about a new client or product? No boring emails for ...
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Most of the time, answering a customer’s questions takes up your time, time you could use to make a pitch to someone else, right? Wrong! Answering a customer’s ...
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When selling to a new and possibly difficult client, the buyer-seller relationship may seem adversarial. In these tough economic times, selling takes a lot of groundwork. ...
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Are you lucky at love? If you are, you just might have what it takes to be successful in sales, too.  That’s what Andy Ellwood, a contributor for Forbes.com, ...
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How your merchandise is packaged and presented can make or break a sale. Customers want what they buy to be packaged correctly. If it’s food, for example, they want it to be ...
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As consumer buying habits change, companies look for new ways to generate and increase sales. Sales training is big business, and it makes sense to invest in your sales team. ...
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Salespeople do it dozens of times a day. At the start and end of every meeting, greeting or encounter. And it can sometimes mean the difference between a successful first meeting ...
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The world of sales is fast paced and hectic, leaving many sales professionals feeling burned out and exhausted after only a few years. All too often, bright, energetic sales ...
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The day of stamped prices on top of merchandise may be coming to an end. It did result with prices being stamped on every product but it’s a very labor intensive operation. ...
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If you’re a Sales SVP, EVP, VP or head of sales, there are things you should be doing in 2013 to boost sales. You need to adopt a sales strategy that addresses the many ...
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When you think of traditional sales, you might envision a man or woman dressed in a suit, briefcase in hand, going door-to-door or calling on a business, looking for a sale.  ...
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It's tax season, which means that it's time to make an appointment with your tax professional or to download your favorite tax software and get started. For job seekers, ...
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In today’s sales work environment, there are often too many tasks to be handled by just one employee, especially when you work in cooperative sales jobs, which are not ...
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Do top salespeople have an innate knack for selling? Is the ability to sell a born instinct? Steve W. Martin, founder of the Heavy Hitter sales training program and author ...
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You may have heard the old saying, “Hindsight is 20-20.” It’s easier to learn a lesson from a past experience than try to predict the future. Some would say ...
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Your sales pitch can either make or break your sales presentation. Prospective clients respond to authentic enthusiasm and passion about the product you’re selling, not a ...
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Last week, Amazon released its quarterly earnings report, which contained data on its first full quarter since the release of its new line of Kindle products, including the ...
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The incentive deadline. It’s a common sales tactic. And it often works. But these days, maybe not as often as you’d like. What to do when your qualified prospect ...
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Who said selling isn’t cool? Well, Steven Osinski, a sales expert at San Diego University and an entrepreneur who sold a company to Monster.com, did. In the article, ...
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Today, one of the biggest challenges in retail is managing the inventory. To continue being successful, make sure you have an accurate account of the merchandise and that you keep ...
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There is nothing more frustrating than spending a lot of time explaining a problem to someone, only to find out they don’t have the authority to help you. You end up ...
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The Apple Store has often been commended for creating an innovative and customer friendly retail environment. Just looking at the sheer volume of sales that each store generates, ...
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The old rules of assessing a customer’s personality traits no longer apply to most sales calls and presentations. Sales Linguistics is the new sales psychology for 2013. It ...
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The New Year has come and there are many things to reflect upon. For instance, instead of doing business the same old way, decide to take a step out of the box and try something ...
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The rules have changed. The shifting sands of the global economy and tech-savvy, social-media-minded consumers are changing the way things are marketed and sold. The sales ...
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Want to be successful in today’s sales game? First, throw out everything you knew about how to engage a customer, close a sale and everything in between. Does that sound a ...
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These days, many companies struggle to increase their sales in the face of stiff online competition. In fact, some experts worry that the traditional world of retail sales is ...
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Customer Experience Management (CEM or CX) is the new buzzword when it comes to boosting sales. CEM will eventually replace Customer Relationship Management (CRM), but what is it ...
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What makes a salesperson extraordinary? Is it the sales numbers? Size of the commission check? Number of clients? Awards with “Top” or “#1” lining her ...
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In the fast-paced and stressful world of sales, it can seem like the work is never done. If you're like most people, it can feel as though the work week bleeds into the weekends ...
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According to the Pareto Principle, otherwise known as the 80/20 rule, 80% of any output will be generated by 20% of the total input. This means that most of the time, 20% of your ...
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It’s 2013 and the art of selling is facing a new reality. Longer, more-formalized buying processes are impacting how and when salespeople can ask for the order. Buyers ...
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Last year, I posted a blog about how carsharing companies like Zipcar are changing the way that urban dwellers think about buying cars. Now, car sharing has grown into a booming ...
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You may have heard of the “Seven-Year Itch.”  It was the title of a 1955 movie starring Marilyn Monroe and Tom Ewell about a man who, after seven years of ...
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It used to be that the customer would bring in a few coupons to get just cents off on a brand which he or she used. If planned right, the customer could even hit on a brand that ...
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The art of selling has changed dramatically in the last 50 years. Personal door-to-door and “press-the-flesh” selling made it easy to identify good salespeople. The ...
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This holiday season has seen an increasing number of people using the internet to shop for holiday gifts as opposed to buying them in brick and mortar retail stores. Even the ...
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There comes a time in every career when it’s time to move up. Moving up may mean many things, depending on the career, company and organizational structure. Making the leap ...
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Here we are, at the end of 2012 and the gender pay gap is still alive and well. Even with the passing of anti-discriminatory legislation like the Lily Ledbetter Fair Pay Act, ...
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 You are in the business to sell your merchandise. Discovering new ways to do just that can be intimidating or just plain worrisome. Here are some simple ideas that can help ...
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The buzz in media circles continues on whether rising star Pinterest will challenge Facebook in its ability to convert viewers. Both have coveted demographics in key consumer ...
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Well, the year is coming to a close, and as it usually happens, people are reflecting back on the past year’s high points and low points.  Most people will look back ...
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Return fraud comes in many forms which causes loss to the business owner and the honest customer. Fraud presents challenges to retailers as they try to figure out ways to prevent ...
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Retailers make a hefty portion of their yearly revenue during the holidays.  In order to excite shoppers with their products and lure them to their brick-and-mortar or online ...
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It's hard to believe that it's almost New Year's Eve. 2012 has been a great year and has seen many changes in the way that we do business. This year, more company's have joined ...
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How to tell employees that their job performances need improvement isn’t always easy. Praising good performance is less stressful because everyone likes a compliment; ...
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Technology has given sales professionals amazing tools to help keep in contact with clients and prospects. What did we ever do before email? Now, texting, IMs, Tweets and other ...
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Much like your body after it’s consumed too much junk food and alcohol, your mind also needs to detox after absorbing today’s avalanche of media messages, workplace ...
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The holiday season is here and contrary to whatever you might have been told, it's the best time for finding a great job. In the past, there has been an assumption that from ...
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 One of the most important ways to grab a customer’s attention is visual presentation. How your merchandise is displayed, the colors and interest the display generates ...
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In order to be a successful salesperson, you must talk to qualified buyers. Some feel that quantity trumps quality. Talk to enough people about your product or service and ...
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With gas prices still hovering at $3.50 a gallon and retail stores jammed with unruly crowds, holiday shoppers are increasingly buying gifts online. This places increased ...
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The day after Thanksgiving is widely known as one of the biggest shopping days of the year. This year, thousands of Walmart employees decided to go on strike in order to get the ...
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You never win an argument with a customer. Let’s get that straight at the very beginning. You know what I mean. You start with some small talk, introduce your latest product ...
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What if the next time you walked into a retail clothing store you found out that the mannequins were watching you? Sound creepy? It might be happening at your favorite retail ...
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Twinkies were recently seen selling on eBay and Craigslist faster than discounted iPads on Black Friday. And fetching some pretty hefty prices to boot--in some cases, thousands of ...
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  Hostess snack cakes and Wonder bread have been long standing staples in kitchens across the country. This month, however, marks the end of the Hostess brand as we know it. ...
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A new successful seller used in business is the pop-up shop. Pop-up shops are those little tents or kiosks that show up in malls for a short time, sometimes to launch new ...
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You’ve got a great product with a lot of features and benefits. Sitting across from you is a potential client that you know needs the product. She is interested and wants to ...
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   Have you been dealing with poor work performance? Do you struggle to meet deadlines, have trouble sustaining focus and have to force yourself to not procrastinate and ...
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These are tough times for selling anything, particularly financial services. Consumers are knuckling down, going for the bare minimums and ignoring even the most sophisticated ...
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Keeping your store and profits protected from potential shoplifters is important, but sometimes theft is where you least expect it. Any time there is a loss of merchandise through ...
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The elections are over. Winners move on to take their new positions. The losers go back to wherever they came from and try to figure out what happened. For both, life goes on, ...
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Selling clothing and accessories to 20-somethings is considered the hot market, especially as the holidays grow nearer. But there are those who have decided to pursue a different ...
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There are several Holiday shopping trends affecting sales this year. Also Americans are expected to spend more on Christmas purchases than they did last year despite mixed ...
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A career in sales affords flexibility, a bit of autonomy, unlimited (to a point) earning potential and transferrable skills to a wide variety of industries. Successful sales ...
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Apple has historically led smartphones sales in virtually every market throughout the world. It's indefatigable brand has transcended cultures and borders. But the smartphone ...
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One of the biggest challenges to sales management and sales teams is the resistance to change. When new policies or procedures are introduced, if the employees don't embrace them, ...
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Now that Labor Day is behind us, internet shoppers will be changing the way they shop online. With the holidays not far off, customers are gearing up for their holiday purchases. ...
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Everyone makes mistakes. You can’t go through life without making some poor choices and then having to live with the consequences. Bloomberg Business News, in an article, ...
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Ah, the all-important follow-up call. It can be a closer or a shutout—it all depends on how and when. Most agree on what this call is: you’ve contacted the client or ...
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Price matching is the newest trend for attracting customers to shop at the big box chains, especially during the holidays. Best Buy and Target are matching online ...
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Looking for a job is a full-time job. How many times have you heard that before? Well, it bears mentioning again. What is a job, anyway? You get paid to do something productive ...
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In the world of sales, you have to work hard to stay relevant and protect your brand identity. It's simple; if your customers think that you aren't sharing the same values with ...
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After endless rejections in this bad economy, many salespeople are becoming increasingly discouraged. Some have lost the “fire in the belly.” Others are simply waiting ...
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Health advocates and doctors are advising the American people to eat more fresh fruit and vegetables. This has increased interest in fresh produce and organically grown food. ...
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Have you ever gone to a restaurant and had to choose from a 12-page menu with hundreds of choices? Unless you know the only thing you want is the Triple-Beast Burger with ...
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While I was watching television the other day, I wished (for the millionth time) that I was able to use my TiVo with my current cable setup. I love TiVo, and honestly, I prefer it ...
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In this down economy, you’ve got to make every voicemail message count. If your voicemails are off target, off message, or spout generalities, you’ve lost your ...

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